Own a geographic territory and drive full-cycle B2B new-logo sales across industrial sectors including oil and gas, mining, utilities, and manufacturing. Responsibilities include prospecting, qualification using MEDDIC or BANT, solution demonstrations, ROI-based business cases, negotiation, closing, forecasting, and customer handoff. The role requires exceeding quota, engaging executive stakeholders, maintaining CRM discipline, and traveling within the assigned territory.
Veriforce is a leader in contractor compliance and supply chain risk management, helping the world's most safety-conscious organizations protect their workers, their reputation, and their operations. As Business Development Manager, you will own a defined geographic territory and drive new business growth across one or two of the key industries; including Oil & Gas, Mining, Utilities, and Manufacturing.
This is a full-cycle, new-logo sales role. You will take opportunities from prospecting and qualification through solution positioning, demonstration, negotiation, and close articulating clear business value and driving adoption of Veriforce solutions with the organizations that need them most.
What that means day-to-day:
1. Build Pipeline & Prospect Relentlessly
• Build and maintain a healthy pipeline of qualified opportunities with strong coverage against quota
• Execute outbound and account-based prospecting strategies in close partnership with BDRs
• Prioritize and systematically engage ICP accounts across your territory
2. Qualify with Rigor (MEDDIC / BANT)
• Lead structured discovery to uncover business drivers, urgency, and decision dynamics
• Validate ICP fit and apply deal qualification rigor early — and revisit it throughout the cycle
• Build multi-threaded relationships across economic buyers, champions, and influencers
3. Sell on Value
• Map customer challenges to Veriforce solutions across compliance, risk reduction, and operational efficiency
• Own and deliver product demonstrations tailored to each customer's use case
• Develop ROI-driven business cases that give champions the tools to sell internally
4. Negotiate & Close
• Build compelling, value-based proposals aligned with customer objectives and internal pricing frameworks
• Lead commercial negotiations with a structured, disciplined approach
• Engage leadership and legal at the right moments to accelerate — not slow — the deal
5. Bring the Market Inside
• Stay current on industry trends, competitive dynamics, and evolving customer needs
• Feed insights back to Product, Marketing, and GTM leadership
• Contribute to the continuous improvement of sales processes and playbooks
How Success Is Measured
• Revenue performance: New ARR closed vs. quota, win rate on qualified opportunities, average deal size, and sales cycle length
• Pipeline health: Pipeline coverage ratio, qualified opportunities created, and depth of ICP account engagement
• Sales effectiveness: Stage-to-stage conversion rates, proposal-to-close ratio, and the share of deals with a documented business case and full qualification
• Forecast reliability: Forecast vs. actual variance and CRM discipline
• Customer outcomes: Quality of onboarding handoff, implementation readiness at close, and customer satisfaction in the first 90 days
• Build and maintain a healthy pipeline of qualified opportunities with strong coverage against quota
• Execute outbound and account-based prospecting strategies in close partnership with BDRs
• Prioritize and systematically engage ICP accounts across your territory
2. Qualify with Rigor (MEDDIC / BANT)
• Lead structured discovery to uncover business drivers, urgency, and decision dynamics
• Validate ICP fit and apply deal qualification rigor early — and revisit it throughout the cycle
• Build multi-threaded relationships across economic buyers, champions, and influencers
3. Sell on Value
• Map customer challenges to Veriforce solutions across compliance, risk reduction, and operational efficiency
• Own and deliver product demonstrations tailored to each customer's use case
• Develop ROI-driven business cases that give champions the tools to sell internally
4. Negotiate & Close
• Build compelling, value-based proposals aligned with customer objectives and internal pricing frameworks
• Lead commercial negotiations with a structured, disciplined approach
• Engage leadership and legal at the right moments to accelerate — not slow — the deal
5. Bring the Market Inside
• Stay current on industry trends, competitive dynamics, and evolving customer needs
• Feed insights back to Product, Marketing, and GTM leadership
• Contribute to the continuous improvement of sales processes and playbooks
How Success Is Measured
• Revenue performance: New ARR closed vs. quota, win rate on qualified opportunities, average deal size, and sales cycle length
• Pipeline health: Pipeline coverage ratio, qualified opportunities created, and depth of ICP account engagement
• Sales effectiveness: Stage-to-stage conversion rates, proposal-to-close ratio, and the share of deals with a documented business case and full qualification
• Forecast reliability: Forecast vs. actual variance and CRM discipline
• Customer outcomes: Quality of onboarding handoff, implementation readiness at close, and customer satisfaction in the first 90 days
What you’ll need to be successful:
• 3+ years of full-cycle B2B sales experience, with a proven record of exceeding new-business quota
• Experience selling into industrial sectors — Oil & Gas, Mining, Utilities, or Manufacturing required
• Command of a structured sales methodology (MEDDIC, BANT, Challenger, or similar) and disciplined CRM habits
• A hunter's mindset: comfortable with outbound, resilient in long cycles, and energized by opening new doors
• Executive presence and the ability to multi-thread across operations, HSE, procurement, and the C-suite
• Strong business acumen: you can build an ROI case and defend it in a negotiation
• Willingness to travel within territory as required
• Experience selling into industrial sectors — Oil & Gas, Mining, Utilities, or Manufacturing required
• Command of a structured sales methodology (MEDDIC, BANT, Challenger, or similar) and disciplined CRM habits
• A hunter's mindset: comfortable with outbound, resilient in long cycles, and energized by opening new doors
• Executive presence and the ability to multi-thread across operations, HSE, procurement, and the C-suite
• Strong business acumen: you can build an ROI case and defend it in a negotiation
• Willingness to travel within territory as required
What you’ll get in return:
We want you to be able to do your best work here. We emphasize providing many ways to support our team to do their best work, and believe that if you look after your people, they look after everything else!
Personal Health & Wellbeing
>🧠 Integrated mental health & wellbeing support
>🌴 Vacation – starting at 3 weeks
>💟 Wellness Days & Annual Giving Day – an extra to give back to yourself or your community
>🩺 Comprehensive medical and dental coverage
>🩺 Comprehensive medical and dental coverage
> 😴 End of the year, company-wide shut down for you to relax and recharge
Future Planning
>🏫 LinkedIn Learning License for upskilling & development
Interested but don’t feel you meet all the requirements?
Our recruitment team assesses and reviews all applications against the role and business needs. We believe in people having transferable and soft skills and want you to know that we consider applications that might not meet all the criteria, but have the aptitude and capability, nonetheless. Our priority is to ensure we set people up for success. We will make a final call based on our determining whether we can offer the necessary support to upskill or provide the developmental support needed for you to get the best out of this opportunity with us!
Bring Your Whole Self to Work.
We are proudly an equal-opportunity employer. We are committed to ensuring that no candidate is discriminated against because of gender identity and expression, race, disability, ethnicity, sexual orientation, age, colour, region, creed, national origin, or sex. We are dedicated to growing a diverse team while continuing to create an inclusive environment where everyone feels safe and empowered to be themselves.
What you can expect if you apply:
- A response to your application within 15 working days
- An interview process consisting of:
- An initial discovery call with the recruiter
- A first stage interview via Microsoft Teams
- Additional interview with the stakeholders you’ll be working with closely in the role
We’re keen to ensure our hiring process allows you to be at your best, so if you need us to make any adjustments, please just let us know.
About
Equal Employment Opportunity We are an equal opportunity workplace. All candidates will be afforded equal opportunity through the recruiting process. We do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, disability, gender identity and/or expression. We are dedicated to growing a diverse team of highly talented individuals and creating an inclusive environment where everyone feels empowered to bring their authentic selves to work. If you are contacted for an interview and require accommodation/adjustments during the interviewing process, please let us know.
Alcumus Toronto, Ontario, CAN Office
Toronto, Canada
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